5 Fundamentals of Starting and Growing an Inside Sales Team

Revisiting my two-part series with Shannon J. Gregg on The 5 Fundamentals of Starting and Growing an Inside Sales Team.

How do you start and grow an inside sales team? How do you create the conditions for them to be successful? How do you build something so complex and daunting from nothing?

If those questions are top-of-mind to you and your team, then my webinar with my good friend Shannon J. Gregg is for you! In this two-part webinar, I teamed up with Shannon to discuss five key themes that must be in place for your team to be successful and scalable. Watch both webinars below.

5 Fundamentals of Starting and Growing an Inside Sales Team

Aligning Sales Team Structure to Corporate Goals: Make sure you’ve got the right roles identified to achieve the desired outcomes.

Why an Effective Job Description is Key: Inside Sales is growing at an astronomical clip. Attracting the right talent starts with a Job Description that isn’t boring and actually inspires those who read it; driving them to you proactively.

The Positive Impact of Onboarding & Training your Sales Team Appropriately: Right up there with recruiting, retaining is the second hardest piece of this particular pie. Be sure to retain your people leveraging your Onboarding & Training Program.

The Right Coaching Cadence: You must provide consistent and constructive feedback. We’ll cover the best practices of effective 1:1’s.

Reporting: Just the facts please and the ones that matter. Data is great; however, data with a purpose is even better. And the best is data that clearly provides value in the form of action. We’ll review examples of reporting/dashboards for your frontline reps as well as you the Manager.

About the Hosts

Dionne Mischler is the Founder and CEO of Inside Sales by Design; an Inside Sales consultancy working with companies to create and transform their current Inside Sales teams.

Dionne is a 20+ veteran of sales and technology and has built and scaled numerous Inside Sales teams in addition to working with organizations helping them succeed. The mission of Inside Sales by Design is to make the world a better place one team at a time.

Shannon J. Gregg, MBA, is an aficionado of sales technology to increase efficiency in the sales process, and an early adopter and adoption influencer for sales technology systems, particularly Salesforce.com and technology that integrates with the Salesforce platform.

Shannon is known as a change agent, particularly in M&A environments (VC/PE), with successful track record of integrating process, product/service pricing and pricing methodologies, and notably, global teams, with cultural sensitivity.

Having stood up three sales operations teams in technology firms, Shannon is no stranger to the needs of a growing company to identify efficient and effective sales process in order to drive revenue as quickly as possible. She’s covered enablement and managed inside sales teams for over fifteen years as well. She’s hyper focused on improving sales productivity and optimization and is known for her ability to hone in on areas to improve with a lean approach, and her charismatic candor.